Sales Manager Surgical Job description

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Mission of the job

Mission of the job

The Sales Manager manages, develops and inspires on a daily base the sales team with authentic leadership, helping individuals achieve quantitative and qualitative performance targets.The Sales Manager manages, develops and realizes the sales in different therapy fields on national level in order to achieve profitable sales growth, targets and the agreed market share, in line with the marketing strategies.The Sales Manager is co-responsible for building, strengthening and enlarging long-term hospital relation-and partnerships with key customers, key stakeholders, key opinion leaders and relevant budget holders & management.The Sales Manager contributes to the positioning of B. Braun Medical as a professional, value-adding, trustworthy partner anticipating and responding to customer needs and achieving high customer satisfaction.

   

Principal responsibilities

Principal responsibilities

Commercial strategy

  • To define, in coöperation with the KAM, a national sales focus strategy and action plan with clear targeting (product, hospital/customer, medical discipline) in line with the marketing strategy for the defined therapy areas;
  • To anticipate, understand, communicate and act upon market trends;
  • Collaborate with the Sales Managers, KAM and Marketing on a commercial sales pricing strategy.

 

Sales planning & implementation

  • To ensure the operational implementation (Meetings, BDP, Sales visit, planning, field reports...) of the national sales & marketing plan within the assigned in order to achieve sales and ROI objectives;
  • To build and sustain clear and uniform communication lines with COE's and Marketing;
  • To promote sales activities, scientific visits with Key Customers or Key Opinion Leaders to International congresses and factory visits.

 

Leader and coach of the sales team

  • To coach and challenge Sales Representatives permanently by improving their skills as: strong customer relationship skills, setting priorities and planning, project management and professional selling. Provide training where appropriate;
  • To inspire and support the Sales Representatives to organize in line with the sales focus;
  • To secure adequate implementation of individual sales plans through one-on-one coaching with Sales Representative;
  • To initiate and improve sales processes as sales funnel, rebates, reporting and CRM to permanently increaseindividual and team efficiency;
  • To provide relevant sales information to the management team (sales and marketing) and to the Sales Representatives in order to stimulate full understanding;
  • To represent the company towards internal and external stakeholders and to promote company values;
  • To adhere to all company policies, procedures and business ethical codes and ensures that they are communicated and implemented within the team.

 

 

Required profile

Required profile

Education/professional experience
  • Academic Bachelor degree/Master degree
  • Minimum 8 years of sales experience within the commercial and medical sector 
  • Minimum 2 years of proven People Management experience of a sales team
  • Experience within the hospital market is a major plus
Necessary skills/attitude
  • Servant and inspiring leadership and people management skills 
  • Strong influencing & negotiation skills commercial and financial  acumen
  • Excellent customer relationship skills 
  • Presentation & Persuasive Communication Skills
  • Develops and nurtures relevant relationships with Key Stakeholders as Key Customers and Key Opinion Leaders and relevant budgetholders
  • Insures that all Key Customers are well covered at all time
  • Demonstrates ability to interact and cooperate with key supporting departmentsand cross-functional team members (HR, QA, customers service, sales-and marketing support )
  • Develops excellent  collaboration  with  other  Sales  Managers,  sharing  information  and exploiting opportunities, also on international level where relevant
Knowledge
  • Professional IT literacy (MS Office)
  • Excellent written and spoken Dutch and English skills. German is an asset
  • Strong understanding of customer- and market dynamics and requirements
  • Excellent written and spoken Dutch, French (where applicable) and English skills
Working environment
  • Experience with complexity
  • Experience in working in a matrix organisation (cross- border with company HQ)

Contact

Contact

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Data protection

Data protection

The protection of the personal data of our customers is very important to us and we take it very seriously. Your personal data is subject to data protection and will only be collected and stored for approach reasons. Under no circumstances will we pass on your personal data to third parties outside of the B. Braun group or use or store them for any other purposes. Our staff has been trained to handle personal data and is obliged to comply with the data protection regulations.